Copyright ©2008, Oracle. All rights reserved. Oracle Confidential Manufacturing / Field Update...
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Transcript of Copyright ©2008, Oracle. All rights reserved. Oracle Confidential Manufacturing / Field Update...
Copyright ©2008, Oracle. All rights reserved. Oracle Confidential
Manufacturing / Field UpdateDaniel GaoSales ConsultantGC: ERP/SCM Sales Consulting
2Copyright ©2008, Oracle. All rights reserved.
Oracle Confidential
Agenda
• Quarterly Sales Analysis for Mfg deals• Regional performance/revenue achievement • Major deal stories– Wins / Losses
• Manufacturing Industry Market Outlook• What companies are buying• Focus industries for your region• Demand Generation Initiatives for growing Mfg / ALM Sales
• Plant Execution Systems• Oracle MES issues with selling• MSCA deployment on Shopfloor• Partner Systems Deployed
3Copyright ©2008, Oracle. All rights reserved.
Oracle Confidential
Application in GC FY10 Q1,Q2
Region ERP CRM Total
FY10 Q1
CN total 4318 195 4513
HK total 1,007 1,007
TW total 942 942
GC Total 6462
FY10 Q2
CN total 7308 2610 9918
HK total 664 248 912
TW total 1657 53 1710
GC Total 12540
4Copyright ©2008, Oracle. All rights reserved.
Oracle Confidential
Typical Manufacturing Deals in FY10(TaiWan)
Industry Customer ERP Siebel Agile
FY10 Q1,Q2
HighTech Acer Incorporated Install base 110 HighTech GEMTEK TECHNOLOGY CO LTD Install base 142 HighTech Solleron Corporation Install base 113
HighTech Yo Sun Industrial Corporation Install base 727 upgrade to R12
HighTech MITAC TECHNOLOGY CORPORATION Install base 61 53
FY10 Q3 ,Q4
Pipeline
HighTech ITE Tech. Inc. new 100 50 HighTech AU Optronics Corporation Install base 150
HighTech King Yuan Electronics Co Ltd Install base 101 ERP and WMS
chemical Swancor Industrial Company Limited new 150 HighTech Opto Tech Corporation new 100
Auto TONG YANG INDUSTRY CO LTD Install base 90 HighTech Cameo Communications Inc new 191 HighTech Trend Micro Inc. Install base 153 HighTech Universal Microelectronics Co Ltd new 120
HighTech UNITED RADIANT TECHNOLOGY CORP new 100
pharma TTY Biopharm Company Limited new 100
5Copyright ©2008, Oracle. All rights reserved.
Oracle Confidential
Typical Manufacturing Deals in FY10(Mainland) Hightech Auto
FY10 Q1,Q2, Major Win
ERP Siebel Agile ERP HCM Siebel Agile
Hangzhou H3C Technologies
Company Limit
148(ODM)
ShangHai GM 329(UCM)
BYD Company Limited
120
FY10,Q3,Q4
Pipeline
Midea Group 100 China Jaling Industrial Company Limited
219(ODM)
Hongfujin Precision Products
(Shenzhen) 800 ShangHai Auto 293
Dongfeng
Motor Corporation
150
6Copyright ©2008, Oracle. All rights reserved.
Oracle Confidential
Key Finding
• The Market of Automotive, HighTech has been relatively mature, no big manufacturing opportunity; more opportunity in Siebel, Agile, HCM and etc.
7Copyright ©2008, Oracle. All rights reserved.
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Typical Manufacturing Deals in FY10(Mainland)
Industrial Manufacturing Lifescience CPG Chemical, Oil, Gas
FY10 Q1,Q2, Major Win
ERP ERP Siebel ERP Siebel ERP
TianHe Solar 171Merck Pharmaceutical
613
Tian Xia Granary Group Co Ltd
74 114Sinochem Fertilizer Co Ltd
113
ZhongJi Rizhao Engine
80XianSheng Pharm
40
Meihua Holdings Group Co., Ltd
115
GuangDong Alpha
102
Jiang Su Sainty Marine Co Ltd)
84
Qingdao Jieneng Steam Turbine
Group100
ZhengDa TianQing Pharma(Win)
100 (Tianjin Namchow Oil &Fat Co Ltd
150
FY10,Q3,Q4 Pipeline
xin jiang gold wind technology
stock com128(win)
Sinopharm(Win)
160
XuJi Group 124(Win)WanDong Medical Device
100
Huangming Solar Energy
Company150
Beijing Pharma
100
8Copyright ©2008, Oracle. All rights reserved.
Oracle Confidential
Key Finding
• The Market of Automotive, HighTech has been relatively mature, no big manufacturing opportunity;
• Most business are still ERP, as most local Chinese manufacturer not have complicated supply chain yet.
• More Mfg opportunity in Industrial manufacturing and process industry(CPG, Chemical, lifescience),but face serious competition from SAP and deal size is small;
9Copyright ©2008, Oracle. All rights reserved.
Oracle Confidential
Typical Manufacturing Deals in FY10(Mainland)
Mining E&C
FY10 Q1,Q2, Major Win
ERP ERP
China Nonferrous Metal Mining (OPM,ODM)
350China Construction (Shenzhen) Design Int
109
China Coal(OPM) 350BeiJing SiDa Time Software Technology Co
123
China Metallurgical Group Corporation
2.5M
ShenHua NingXia Coal(Win) 600 ZhongYe JingCheng(Win) 100
FY10,Q3,Q4 Pipeline Zhongye Ruimu(OPM) 100
10Copyright ©2008, Oracle. All rights reserved.
Oracle Confidential
Key Finding
• The Market of Automotive, HighTech has been relatively mature, no big manufacturing opportunity;
• Most business are still ERP, as most local Chinese manufacturer not have complicated supply chain yet.
• More Mfg opportunity in Industrial manufacturing and process industry(CPG, Chemical, lifescience),but face serious competition from SAP and deal size is small;
• FY10 , MRD, more large deals from Mining, E&C, where there are big SOE company implement ERP system; Good Result of the SASAC Strategy;
11Copyright ©2008, Oracle. All rights reserved.
Oracle Confidential
SAP get most of the business from their dominate industry•SAP 2009, Net License of SAP China, around 52 Million EU Dollars;•SAP get most of their business from Oil and GAS, Utility, Metals, Retail, and industrial manufacturing where they have strong branding and dominate the market.;•SAP also begun to sell aggressive the PLM solution to their ERP install base, especially in Heavy industrial manufacturing, in which integration between PLM and ERP is key of the solution
Industrial Manufacturing
Chemical, Oil, Gass Retail Paper Apparel Metals
ERP PLM ERP ERP ERP ERPShangHai Electric,
>2MChemChina >1M
Metersbonwe
>2MJiuLong Paper
>3M AnTa >1MPanGang
Steel>2M
Zoomlion Machiner
y>200 PetrolChina >3M GuoMei >2M
Tiger Paper
>200
XuZhou Machiner
y>200 Sinochem >2M
12Copyright ©2008, Oracle. All rights reserved.
Oracle Confidential
FY10 Apps strategy (China)
• Industry focus (from presales team):• ISA program (Hightech, AIM, Lifescience, Natural
resource, CPG, E&C, Oil and GAS);• Solution preparation; reference building, key
account support;• Key Account focus:
• SASAC program;• Nominate around 30 Key account with dedicate
solution leader;
13Copyright ©2008, Oracle. All rights reserved.
Oracle Confidential
Support needed from HQ
Support from HQ Objectives
Industry Solution in ERP (especially in mining, ETO, apparel , furniture and etc.)
Weaken the strength of SAP in Paper making ,Apparel, Cement, Chemical and other niche industry ;
Help to get more opportunity and enlarge the deal size in industrial manufacturing, mining , life science in which there are still many whitespace;
Support in key project
When customer face serious issues , we need HQ's support to help clarify and push solving of the problems, which will help a lot to improve customer satisfaction and enlarge upsell deal size
Copyright ©2008, Oracle. All rights reserved. Oracle Confidential